1: “A lot of people enjoy the Geico gecko commercials,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale. “They’re fun, and they get…
1: A prospect has a problem. They reach out to you and two of your competitors. “What words and phrases do you think your competitors…
1: You are stuck. “If only your prospects knew as much about your company and its solutions as you do, they would buy from you,…
1: Let’s go back in time to when you were dating. Perhaps that is you right now. “Now, what happens to you when you go…
1: “So many of my clients tell me profound, beautiful things about their loved ones,” Diane Button writes in her wonderful book What Matters Most: Lessons…
1: “Every Saturday, a siren goes off in Tim’s quiet suburban community, signaling that it is noontime. No one gives it much attention around town,”…
1: “If you’re like most sales professionals, you think a successful client relationship is one in which everyone is always smiling,” Erik Peterson and Tim…
1: The competition isn’t always the competition. The real competition is often the status quo. Or, doing nothing. “When you’re facing any kind of decision…
1: Did you know that Babe Ruth began his baseball career in 1914 using a 54-ounce bat? “That’s a big bat,” Erik Peterson and Tim…
1: Turns out anxiety and excitement are the exact same emotion. Physiologically, that is. Which just means how your body operates. “Whether you are anxious…